The Stellar Development Foundation (SDF) is seeking a Director of Account Management to lead the account management practice within SDF's Business Development team and drive the adoption and expansion of everyday financial services use cases on Stellar. As a true player-coach, you are a talented and experienced account manager who blends a strong team management background with a proven track record in key account success. This role will be responsible for managing futureAccount Managers as well as managing the relationships with a subset of tier 1 ecosystem partners. The ideal candidate will have deep expertise in financial services and familiarity with blockchain and tokenization strategies. Most importantly, you will be growing the world of blockchain and supporting SDF's mission of creating equitable access to the global financial system.
In this role, you will:- Pod Leadership & Management: Serve as a player-coach, leading the Account Management pod by setting performance standards and establishing best practices. In addition to team leadership, you will directly manage a personal portfolio of Tier 1 ecosystem partners.
- Internal Governance & Practice Excellence: Represent the Account Management practice within the SDF. This includes designing, implementing, and optimizing management processes and supporting assets to ensure operational excellence.
- Strategic Relationship Management: Drive high-stakes engagement with regulated asset issuers, financial institutions, and payment providers. You are responsible for accelerating ecosystem growth by scaling:
- Tokenized Real-World Assets (RWAs): Increasing AUM, TVL, and RWA-specific Monthly Active Users (MAUs).
- Payment Operations: Expanding payment volumes, wallet adoption, and Monthly Active Accounts (MAAs).
- DeFi Integration: Deepening engagement and maximizing TVL across the network.
- Business Development & Growth: Identify and pitch high-growth opportunities, products, and features to existing partners. You will structure cross-sell and upsell deals that align strictly with Stellar's long-term ecosystem strategy.
- Market Strategy & Intelligence: Provide actionable insights on market trends, regulatory shifts, and competitive positioning. You will act as a strategic advisor to the Business Development teams to help refine and sharpen Go-To-Market (GTM) strategies.
- Cross-Functional Execution: Partner closely with Legal, Compliance, Product, and Engineering teams to remove friction and support partners in scaling their assets on the Stellar blockchain.
- Education & Advocacy: Serve as a subject matter expert and brand ambassador, educating partners and industry stakeholders on the unique technical advantages and value propositions of the Stellar network.
You have:- Experience: 10+ years in business development or account management within financial services, capital markets, or asset management.
- Institutional Expertise: Deep functional knowledge of the full lifecycle of traditional assets-including issuance, custody, and secondary market trading. Direct experience navigating the operational and regulatory requirements of institutional financial entities is essential.
- Blockchain & Tokenization: Knowledge of blockchain and asset tokenization.
- Stakeholder Engagement: Proven ability to manage complex relationships with institutional partners and navigate regulatory frameworks.
- Strategic Thinking: Ability to identify emerging opportunities in the blockchain space while creating a framework for competitive knowledge, based on what our partners needs are, to drive enhancements to Stellar.
- Communication Skills: The ability to speak to both technical and non-technical audiences.
Bonus Points if:- Understanding of compliance requirements related to securities, tokenized assets, and financial regulations.
- Previous experience in a role interfacing with both technical and business stakeholders.
- Knowledge about Stellar features and ecosystem.
We offer competitive pay with a base salary range for this position of $225,000 - $335,000 depending on job-related knowledge, skills, experience, and location. In addition, we offer lumen-denominated grants along with the following perks and benefits:
USA Benefits/Perks:- Competitive health, dental & vision coverage with most plans covered at 100% for the employee + any dependants
- Flexible time off + 15 company holidays including a company-wide holiday break
- Up to 12 weeks of paid parental leave for both non-birthing and birthing parents, as well as up to 14 weeks of paid pregnancy leave for birthing parents
- Gym reimbursement ($80 per month)
- Life & ADD (up to $50K)
- Short & Long term disability
- 401K with 4% match
- Health & Dependent Care FSA Accounts
- Commuter benefits with $250/month employer contribution
- Health Savings Account (HSA) with monthly employer contribution
- Family building benefits through Kindbody
- Wellbeing benefits (One Medical, Rightway, Headspace)
- L&D budget of $1,500/year
- Daily lunch and snacks in office
- Company retreats
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